Vanta - Director, Account Management, Upmarket
Responsibilities
• Build a team culture of customer value, high performance, and accountability. • Hire and develop a team of expert Managers that can recruit, coach, and develop top talent to consistently achieve quota. • Design the upmarket Account Management methodology including strategies for value delivery, expansion plans, and renewal motions. • Define playbooks and coach your team to meet KPIs such as generation of an expansion pipeline, win rate in expanding accounts, gross retention rates, and net retention rates across customer portfolios. • Deliver accurate weekly forecasts for both account retention and expansion performance metrics. • Drive the adoption of key Account Management competencies like effective prioritization within a product portfolio, strategic planning in line with renewal risk management, value-based approaches to expanding customer accounts, as well as understanding Vanta’s products, industry space, and AM sales skills. • Develop enablement programs that ensure team members are experts not only in the company's own offerings but also within their broader market context (Vanta) and Account Management techniques. • Collaborate closely with cross-functional teams including revenue operations, product development, marketing, sales, recruiting to represent customer needs accurately and achieve business objectives effectively.
Benefits
• Cash Range $340K – $365K • Offers Equity • This role is also eligible for medical benefits, 401(k) plan, and other company perk programs. • Upload your resume here to autofill key application fields. • Drop your resume here! • Parsing your resume. Autofilling key fields... • Please note: To ensure that candidates select the most relevant jobs for their skills, we have set up limits for applications across roles. Candidates may not apply to more than 2 roles within 60 days. • or drag and drop here • Decline to self-identify • Hispanic or Latino - A person of Cuban, Mexican, Puerto Rican, South or Central American, or other Spanish culture or origin regardless of race. • Hispanic or Latino • White (Not Hispanic or Latino) - A person having origins in any of the original peoples of Europe, the Middle East, or North Africa. • White • Black or African American (Not Hispanic or Latino) - A person having origins in any of the black racial groups of Africa. • Black or African American • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) - A person having origins in any of the peoples of Hawaii, Guam, Samoa, or other Pacific Islands. • Native Hawaiian or Other Pacific Islander • Asian (Not Hispanic or Latino) - A person having origins in any of the original peoples of the Far East, Southeast Asia, or the Indian Subcontinent, including, for example, Cambodia, China, India, Japan, Korea, Malaysia, Pakistan, the Philippine Islands, Thailand, and Vietnam. • Asian • American Indian or Alaska Native (Not Hispanic or Latino) - A person having origins in any of the original peoples of North and South America (including Central America), and who maintain tribal affiliation or community attachment. • American Indian or Alaska Native • Two or More Races (Not Hispanic or Latino) - All persons who identify with more than one of the above five races. • Two or More Races • Hispanic or Latino • White (Not Hispanic or Latino) • Black or African American (Not Hispanic or Latino) • Native Hawaiian or Other Pacific Islander (Not Hispanic or Latino) • Asian (Not Hispanic or Latino) • American Indian or Alaska Native (Not Hispanic or Latino) • Two or More Races (Not Hispanic or Latino) • I identify as one or more of the classifications of protected veteran listed above • I am not a protected veteran
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